Marketing Chapter 5 Quiz

​______________ is the first stage in the new product adoption process. A. Awareness B. Trial C. Evaluation D. Interest E. Adoption

A. Awareness

​_________ is NOT a characteristic important in influencing an​ innovation's rate of adoption. A. Motivation B. Divisibility C. Relative advantage D. Communicability E. Complexity

A. Motivation

Which of the following is a personal factor that influences a​ consumer's buying​ behavior? A. Occupation B. Status C. Family D. Motivation E. Social networks

A. Occupation

Which of the following is a social factor that influences consumer buying​ behavior? A. Roles and status B. Personality C. Economic situation D. Occupation E. ​Life-cycle stage

A. Roles and status

According to the model of buyer​ behavior, what is in a​ buyer's black​ box? A. The​ buyer's characteristics and the​ buyer's decision process B. Purchase behavior C. Attitudes and preferences D. Cultural forces E. The four Ps

A. The​ buyer's characteristics and the​ buyer's decision process

In which type of buying situation will a buyer usually go through all the stages of the business buying​ process? A. The purchase of raw materials B. A new task buying situation C. The purchase of a business service D. A modified rebuy E. A straight rebuy

B. A new task buying situation

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a​ company's products? A. Values marketing B. Buzz marketing C. Direct marketing D. Traditional marketing E. Social marketing

B. Buzz marketing

What is the nature of demand in business​ markets? A. Business market demand is independent of consumer market demand. B. Demand in business markets is derived demand. C. Demand in business markets fluctuates less than in consumer markets. D. Demand in business markets is elastic. E. Demand in business markets does not fluctuate.

B. Demand in business markets is derived demand.

This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Innovators. B. Late mainstream. C. Lagging adopters. D. Early adopters. E. Early mainstream.

B. Late mainstream.

What is the first step of the buyer decision​ process? A. Information search B. Need recognition C. Alternative evaluation D. Purchase decision E. Postpurchase behavior

B. Need recognition

Which of the five characteristics identified in the text has an inverse relationship with an​ innovation's rate of​ adoption? As this characteristic​ increases, the rate of adoption is slower. A. Divisibility B. Relative advantage C. Complexity D. Compatibility E. Communicability

C. Complexity

Which of the following statements regarding the business market is​ correct? A. In the business market buying​ process, buyers and sellers are less dependent on each other than in the consumer market. B. Business buying decisions are less complex than consumer buying decisions. C. Many sets of business purchases are made for one set of consumer purchases. D. The business market is not as large as the consumer market in terms of dollars spent and items purchased. E. The business market has more buyers than the consumer market.

C. Many sets of business purchases are made for one set of consumer purchases.

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first? A. Social needs B. Safety needs C. Physiological needs D. ​Self-actualization needs E. Esteem needs

C. Physiological needs

What determines if a buyer is satisfied or dissatisfied with a​ purchase? A. The number of alternatives considered in the purchase decision B. The amount of information gathered in the decision process C. The relationship between the​ consumer's expectations and the​ product's perceived performance D. How others feel about the purchase E. Whether or not the buyer experiences cognitive dissonance

C. The relationship between the​ consumer's expectations and the​ product's perceived performance

When marketers want to promote their products and services through​ word-of-mouth marketing​ programs, they typically begin by​ ________. A. pushing​ one-way commercials at customers B. withdrawing from online social networks C. generating​ person-to-person brand conversations D. identifying and targeting late adopters E. developing print and radio advertisements

C. generating​ person-to-person brand conversations

Items such as technical​ specifications, quantity, delivery​ time, return policies and warranties are included in the​ ____________. A. proposal solicitation B. supplier selection C. order routine specification D. general need description E. product specification

C. order routine specification

Which of the following lists the five steps of the buyer decision process in the correct​ order? A. Need​ recognition, purchase​ decision, information​ search, evaluation of​ alternatives, and postpurchase behavior. B. Need​ recognition, evaluation of​ alternatives, information​ search, purchase​ decision, and postpurchase behavior. C. Need​ recognition, information​ search, purchase​ decision, evaluation of​ alternatives, and postpurchase behavior. D. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior. E. Purchase​ decision, need​ recognition, information​ search, evaluation of​ alternatives, and postpurchase behavior.

D. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior.

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the​ product? A. The Internet B. Public sources C. Commercial sources D. Personal sources E. Media sources

D. Personal sources

​_________ refers to the degree to which innovation appears superior to existing products. A. Divisibility B. Complexity C. Compatibility D. Relative advantage E. Communicability

D. Relative advantage

A purse​ company's ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the​ fans' viewpoint, the housewives reality show is​ a(n) _____. A. family group B. ​late-majority adopter C. lagging adopter D. reference group E. membership group

D. reference group

In a​ _________, the​ business-to-business buyer reorders something without modifications. A. system selling B. buying decision C. modified rebuy D. straight rebuy E. new task

D. straight rebuy

_________ refers to the practice of including ethnic themes and​ cross-cultural practices within a​ company's mainstream. A. Viral marketing B. Cause marketing C. Buzz marketing D. Guerilla marketing E. A total market strategy

E. A total market strategy

One problem with​ business-to-business e-procurement is that it​ _______. A. increases paperwork requirements B. increases transaction costs C. reduces purchasing efficiency D. increases the time between order and delivery E. can erode​ long-standing customer-supplier relationships

E. can erode​ long-standing customer-supplier relationships

​Age, personality, buying​ style, and job position are​ ________ factors that can influence the business buying decision process. A. economic B. interpersonal C. organizational D. cultural E. individual

E. individual

All the people involved in the buying decision in an organization are collectively known as​ _______. A. the purchasing team B. buying actors C. the buying nucleus D. buying agents E. the buying center

E. the buying center